Page 3 - Telecom Reseller FebMar 2016

February/March 2016
Telecom Reseller 3

ALAN DAVID MIKE PAT

PERCY
BYRD
PATTERSON
PATTERSON
THE LATEST

TECH BLOGS

Five Keys to Consistent Lead TelecomReseller
Q&A with Xura’s

www.telecomreseller.com
Conversions for Telecom Sales
SUBSCRIPTIONS & CIRCULATION
EVP of Digital
SE 28th Street, Vancouver, WA 98683
Call: 561-732-2335
Communications:
IE-mail: publisher@usernews.com
ADVERTISING
n 2016, there is probably no other industry Jim Saunders
Call: 360 260-9708 Toll Free: 800 667-8965 more competitive than telecommunications.
E-mail: publisher@usernews.com
As telecom technology expands with
SCHER
NEWS DEPARTMENT
innovative new tools to improve and expedite
Please e-mail articles and press releases as attachments in Microsoft Word format to jeffowen@telecomreseller.com. Suggested length how we communicate, customers have more
is 250-300 words. At the end of the article, please provide contact choices than ever. Whether you’re selling VoWiFi By Mike Scher, CEO of FRONT-
information. Do not send graphics. We reserve the right to edit
and VoLTE devices, supplies or telecom so ware, LINE Selling (www.FRONTLI- SAUNDERS
for content and length. For further clariication, please visit www. telecomreseller.com and click on Submission Guidelines. Our Editorial the competitive landscape has tightened, making NESelling.com)
Calendar (also online) is useful for appropriate subject matter.
sales jobs exponentially more di cult. But there successful organizations are typically the most
is a way to rise above the rest and earn more consistent ones. is means they put processes Jim Saunders EVP of Digital Communications at Xura (www.
Publisher
Douglas Green – publisher@usernews.com business—e ective sales prospecting.
and procedures into place and do not waiver xura.com)
When sales pros get “to the close”, they from them. Implementing a consistent process M
Associate Publisher & Director of Advertising
Carole Sangiorgio – carole@usernews.com typically succeed in securing the deal. Why? for prospecting not only provides you with true, obile will always continue to hold a
Executive Editor
Because the largest amount of training measurable data across the team, it also provides signi cant place in our lives, particularly
Jeff Owen – jeffowen@telecomreseller.com companies provide is focused on the last stage
predictability.
as more interactive services and apps
Accounting
of the sales process. But the real challenge in
become available and at our ngertips. Whether
Tracy Titus – accounts@telecomreseller.com the telecom reseller world is getting to that rst 2. Get your reps back on the phones. While it’s checking email from the train or simply
Supplement Editor
conversation. Below are the 5 keys to help your this may seem obvious, this approach is o en paying a credit card bill during lunch, it has
Amy Rails – amyralls@telecomreseller.com sales team convert more leads into opportunities, dismissed because sales pros (especially when become almost second nature to have important
Graphic Design
accelerating sales and revenue.
they feel frustrated) resort to emails. Don’t let and con dential information accessible via
Raspberry Jam Creative
them. e personal touch of a phone call cannot
mobile.
The publishers of this newspaper assume no responsibility for statements made 1. Create a plan and get consistent. e most
by advertisers. in their advertisements, nor do they assume responsibility for SCHER continues on page 10 ››
SAUNDERS continues on page 9 ››
statements or opinions expressed or implied in the columns of this newspaper.